Sales Chalk Talk

As in sales, there have been significant changes in marketing over the past few years. Old-style advertising, where companies simply use an “I’ll tell you about my business” model, is no longer as effective as it once was, in today’s relationship-centered business environment. On this episode of Sales Chalk Talk, you’ll learn about Participation Marketing from the man who wrote the book "The Participation Game", our very special guest, Norty Cohen. This is what you’ll hear on this show: • Why traditional advertising no longer produces great results • How Participation Marketing differs from traditional advertising • Why Super Bowl ads are a huge waste of money • How YOU can utilize Participation Marketing in YOUR business • And Much, Much More! Join Jim Hamlin and me as we learn from Norty and have some great fun along the way! Norty’s website is http://moosylvania.com.

For your business to flourish, you need for your team to be pulling together toward the company goals, supporting each other, holding one another accountable, enjoying fulfilling relationships and having fun. Our very special guest on the episode of Sales Chalk Talk is Linda Adams. Linda and her co-authors have written a book titled “The Loyalist Team” the explores the various types of team dynamics and gives you a blueprint for building an effective, productive, prosperous team that Linda describes as “The Loyalist Team. What you’ll hear on this show: • The most important characteristics of a great team • The four different types of teams • How to turn a toxic, dysfunctional or saboteur team into a loyalist team • How to manage a team remotely and make sure they’re a loyalist team • And MUCH more! Co-host Jim Hamlin is back after a long sabbatical from Chalk Talk. He will be co-hosting with me this year, so get ready for some big fun! Join Jim and me as we learn about loyalist teams from Linda, and enjoy some laughter and fun! Linda’s websites are http://theloyalistteam.com and http://trispectivegroup.com

All of us who are still working, whether it’s working for someone else or owning our own businesses, want to experience success, fulfillment and prosperity in our careers. It would be awesome if the there was some kind of GPS, map or compass that could guide us to success…oh, wait there IS a compass. Our very special guest on this episode of Sales Chalk Talk, Author Tim Cole has written a book titled “The Compass Solution, A Guide to Winning Your Career”. Tim created an exceptionally successful career for himself, and now teaches others to do the same. His book is not a boring, technical textbook, but a road-map to success, filled with straight talk and how-tos. What you’ll hear on this show: • How to “Win Your Career” • The elements of The Compass Solution • How to avoid burnout and disengagement in your work • How lifelong learning will ensure success in your career • And MUCH, MUCH more Join me as we discuss success, leadership, sales…and Zombies! You’ll learn and laugh along with us! Tim’s website is http://thecompassalliance.com

Selling is a game, much like life, that’s played primarily in the 6 inches between your ears. It’s not just a matter of thinking; everyone does that. It’s a matter of WHAT you think and HOW you think that’s important! On this episode of Sales Chalk Talk, you get to listen to a couple of sales experts, Ashley Welch and Justin Jones, who have created a concept they call Design Thinking. This episode will give you ideas that will absolutely make your sales grow and your business flourish, if you apply them. What you’ll hear on this show: • How Sell by Design can dramatically increase your sales • How empathy and curiosity drive sales success • The importance of discovering what your customer’s customer wants • Shhhh, be quiet and listen! • And MUCH, MUCH more! Join me as we interview these two brilliant sales experts and enjoy a laugh or two as well! Ashley and Justin’s website is http://somersaultinnovation.com

To be successful in your business and your life as quickly as possible, it takes more than simply reading the newest book or listening to the latest “guru” out there. You’ll want to get advice and counsel from people who have actually accomplished the things you want to, who have been where you want to go. Such a gentleman is our special guest on this episode of Sales Chalk Talk. Chuck Bartok is a tremendous salesman, a horse expert, coaches business owners in online selling, provides effective marketing for a variety of businesses, is a business historian, a business philosopher, a writer and publisher and much more. All of that just scratches the surface of this amazing guy. What you’ll hear on this show is: • What sets exceptional businesspeople and salespeople apart • Things you need to know about publishing and marketing your book • How to utilize social media effectively in 2018 • The secret to great customer service • And MUCH, MUCH MORE! Join me as we learn from this amazing businessman, coach and mentor. Chuck’s website is http://youcanbuild.it

What motivates you most? What motivates you least? Money, recognition, relationship, control, helping others? Our very special guest on this episode of Sales Chalk Talk, James Sale, is a world-renowned expert on the subject of motivation. It’s quite likely that you don’t even realize what motivates YOU, let alone your family, your employees and your friends. So James has invented an incredible tool called a Motivational Map to discover what a person’s main motivators are, and what least motivates a person. James literally has written the book on Mapping Motivation, and has entered into an agreement with a major publisher to write 6 more books about motivation. What you’ll hear on this show: • What a Motivational Map is • How James got a major 7-book publishing deal with Routledge • The pluses and minuses of co-authoring a book • How you can receive a 30% discount on the first Mapping Motivation book and a FREE Motivational Map • And MUCH more! Join me as we learn more about motivation, discover some of the ins and outs of getting a publishing deal and have a few laughs with the great James Sale as well! James’ website is http://motivationalmaps.com

Sales Chalk Talk Thanksgiving Special Hey, I’ll bet ya that if you sat down and started making a list of 500 things for which you’re grateful and thankful in your life, by the time you got to 500, you’d realize that 500 isn’t nearly enough to include everything with which you’ve been blessed in your life. Sometimes when we encounter difficult times and challenges in our lives and in our businesses, it’s easy to forget how blessed we are! That’s why it’s important to feel gratitude and express thanksgiving not just one day a year, but every day! The incomparable Tom Hopkins has become our traditional Thanksgiving week guest here on Sales Chalk Talk. Every year he shares some terrific ideas about how we can thank our business contacts and show them they’re appreciated. What you’ll hear on this show: • The difference between gratitude and thanksgiving • The importance of expressing gratitude • The fine art of writing Thank You notes • Greeting card creativity • And MUCH more! So, come enjoy Tom’s wisdom with me. Laugh with us and learn from Tom! You, our listeners, are people for whom we are tremendously grateful and thankful! Tom’s website is http://tomhopkins.com

One of the most difficult challenges that business owners face is finding excellent salespeople who can and will do a tremendous job of bringing new ideal clients into the business. Our very special guest on this episode of Sales Chalk Talk is Eric Clapper, Vice President of Sales and Sales Operations at Badger Maps. He worked his way up the corporate ladder in a very short time, starting as an intern, becoming a sales rep, who was so excellent at selling that he was promoted to sales manager and then to VP of sales. He shares some excellent ideas about finding and on-boarding salespeople who have the potential to excel. What you’ll hear on this show: • The metrics and indicators to focus on for individual salespeople and sales teams • How to find and recruit great salespeople • How to integrate new salespeople into the sales team • How to know when its time to promote a salesperson into management • And MUCH more! Join me, as we talk sales and salespeople with Eric and have a few good laughs as well! Learn a lot and have fun with us too! Eric’s website is http://badgermapping.com.

Selling is both an art and a science. To be great at it is much more than just being a good talker, or being persuasive or having impeccable product knowledge. There is planning and strategy and practice that must be undertaken to become truly exceptional at sales. Our very special guest on this session of Sales Chalk Talk is Gary Morton. Gary is a West Point graduate. As a tank commander, he was part of the maneuver task force that won every battle in which they engaged at the grueling U.S. Army National Training Center. Nobody was supposed to be able to do that, but Gary’s unit did. Then he worked for the Stryker Corporation, a company that increased its earnings by at least 20% every quarter for 28 years! Now he’s an author with a new book titled Commanding Excellence: Inspiring Purpose, Passion, and Ingenuity through Leadership That Matters. On this show, you’ll hear: • How sales teams are similar to combat-ready military teams • How “racking and stacking” improves sales performance • How to skate to where the puck is going, not where it’s already been • And MUCH more! When you join me, you’ll be absolutely fascinated by Gary and his ideas about the strategic aspects of the sales process. What you learn on this session will absolutely impact your sales team in a very powerful way! Gary is an incredibly great strategist! Gary’s website is http://igarymorton.com

In all of our lives and businesses, there are times when relationships, conversations and interactions with family, friends, co-workers, employees and even strangers don’t go smoothly, and conflicts result. Resolving conflict in a way that’s a win for both parties and meets everyone’s needs is truly an art. And on this session, we are most fortunate to have a very special guest, who is a conflict resolution artist. She’s Karen Valencic, martial artist, leadership and conflict resolution expert, author and speaker. On this show, you’ll hear: • How to listen, interact and resolve differences • How to give effective performance reviews • How to open the doors to people’s minds • And MUCH more! When you me as we laugh and learn with Karen, you’re in for a real treat. Her ideas are stuff you can take away and apply immediately to your business and your life. Karen’s website is http://spiralimpact.com

The lifeblood of your business is profitability, profits are driven by revenue and revenue is driven by sales. Often business owners and even professional salespeople struggle with keeping sales results where they need to be. Usually that’s because they lack the knowledge of how to have a fun, effective sales conversation and they don’t have a process to follow to lead to consistent success. So now it’s time for The Sales Evangelist, Donald Kelly, and THE Sales Wizards, Hugh and Murphy to have a play date on Sales Chalk Talk and discuss how to succeed at selling! What you’ll hear on this episode: • The biggest mistake that most sellers make • The best questions to ask in a sales conversation • The necessity for high self-esteem in selling and how to build it • Why you need to be like a cockroach (Nope, I’m not kidding!) • And MUCH more! Join me as we talk sales with The Sales Evangelist and enjoy some great laughs as well! Donald’s website Is http://thesalesevangelist.com

As a business owner, making your business, your product or service and yourself as visible and memorable as possible. Two of the best ways to accomplish that objective are blogging and podcasting. On this episode of Sales Chalk Talk, we’re very fortunate to have a very special guest, who is an expert in both of those talents. Rich Keller is a best-selling author, podcast producer, speaker and blog writer. On this show, he shares some tremendous ideas and insights about how to market yourself through writing and speaking. What you’ll hear on this show: • Why writing a book is important for a business owner • Why publishing and podcasting is a good investment for the business owner • How to start a podcast • And much more! Join me as we learn and laugh with Rich! Rich’s website is http://woodenpantspub.com

You’re so busy that you hardly know which end is up! There are so many tasks that must be done, and they have to be done right. It’s concerning to think about having anyone else take care of the stack of work that has to be done because they might mess it up. So you do it yourself and you don’t have time for much else except work. It doesn’t have to be that way. You can delegate to others intelligently the things they can do well and oversee the work effectively. You can spend your time doing the things only you can do…things that move your business forward faster and more profitably. My special guest on this episode is time/task management genius Lisa Crilley Mallis. Lisa is my coach and some of the most important lessons she’s taught me is how to delegate professionally and effectively. What you’ll hear on this show is: • The importance of delegation in your business • How to delegate intelligently • How to effectively follow up and manage your delegations • And MUCH more! Join me as I pick the brain of this brilliant coach and learn a ton about delegation! Lisa’s website is impactivestrategies.com

If you work out in the field doing B2B sales, or have a team of outside or route salespeople, one of the biggest drains on the profitability of your team and the profitability of your company is inefficient or nonexistent planning of daily travel and activities. Now it doesn’t have to be that way. Our special guest on this episode of Sales Chalk Talk is Steve Benson, the founder of Badger Maps, the #1 sales app in the Apple App Store. It’s a tremendous efficiency tool that helps salespeople make the most of their time and dramatically increase their sales and incomes. Before founding Badger Maps, Steve was an award-winning salesperson in his own right. So what you’ll receive on this show is a mix of great sales ideas and information about how to more efficiently plan your sales activities. Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field salespeople. After receiving his MBA from Stanford, Steve joined Google, where he became Google Enterprise's Top Sales Executive in 2009. In 2012 Steve founded Badger Maps to help field salespeople be more successful with multi-stop route planning. He also hosts the Outside Sales Talk podcast where he interviews industry experts on their top sales tips. Here’s what you’ll hear on this show: • What distinguishes a good salesperson from a great one • The most important characteristics and skills you must develop to be a super-successful salesperson • The importance of using sales technology in the field • And MUCH more! Join co-host Jim Hamlin and me as we interview this top salesman, inventor, entrepreneur and businessman, and have some fun and laughs too! Steve’s website is http://badgermapping.com

Starting your own business is a fun exhilarating experience. And it can also get really scary really quickly, if you don’t have a steady stream of qualified, ideal prospects with whom to have conversations and sell. Without enough prospective clients, there aren’t enough sales, there isn’t enough revenue and staying in business can become difficult or impossible. The good news is that it doesn’t have to be that way! Our special guest on this episode of Chalk Talk is Halley Gray, a wonderful consultant and coach who specializes in helping her clients book new business months in advance. Just imagine having a whole list of people who are waiting in total excitement to take advantage of your services! That’s what Halley can do for you! What you’ll hear on this show: • How to book yourself solid months in advance • How a freelancer can successfully market on line • How to successfully launch a product online • And MUCH more! Halley ganged up on THE Sales Wizard and a good time was had by all! Come and join us as we laugh and learn with Halley! Halley’s email is http://evolve and succeed.com.